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Job Category
Sales
Job Details
The Role
This is a founding motion role—the first of its kind in the Independent Software Vendor (ISV) partner channel at Salesforce. In this role, you will design, negotiate, and close a new class of strategic deal: multi-year, full-platform Enterprise License Agreements (ELAs). Your mission is to consolidate complex partner and end-customer software spend into a single, structured commitment.
You will act as the commercial architect and deal quarterback, working alongside Partner Account Managers to own the commercial structure, pricing strategy, and cross-functional execution from inception to signature.
Why This Role Exists
While traditional partner teams focus on immediate, Year-1 contract value, this strategic role bridges the gap between initial signing and long-term partnership success. You are fully incentivized to architect and win high-impact, multi-year agreements. Once closed, you will seamlessly transition accounts to our dedicated Partner Success team, who ensures long-term adoption, consumption, and renewal performance.
What You'll Do
Deal Architecture & Commercial Strategy
- Own the Commercial Structure: Design and customize multi-year enterprise agreements based on partner market size, customer footprint, and product maturity.
- Co-Create Pricing Frameworks: Design complex pricing models (e.g., consumption-based vs. seat-based, pilot-to-production ramp structures, and platform access tiers).
- Navigate Governance: Author the business cases and deal models required to clear internal Deal Desk, Revenue Recognition, and Legal reviews for highly customized structures.
Pipeline Generation & Qualification
- Drive Account Sourcing: Act as a true hunter, converting install-base data, partner business reviews, and platform usage signals into structured enterprise opportunities.
- Run Strategic Upgrades: Identify top-tier partners currently on pay-as-you-go contracts and transition them into high-value, predictable enterprise commitments.
- Pipeline Visibility: Build and maintain a robust, validated 6-month rolling deal pipeline.
Cross-Functional Execution
- Orchestrate Internal Resources: Act as the connective tissue between the partner, end-customers, product management, and internal sales leadership to keep complex deals moving forward.
- Cross-Cloud Alignment: Lead collaboration across multiple product lines, ensuring deals span core CRM, Data Cloud, and AI/Agentic platforms seamlessly.
- Executive Visibility: Represent strategic deals in internal executive reviews and sales leadership updates.
Onboarding & Partnership Handoff
- Structured Transitions: Define the post-sale activation roadmap jointly with Partner Account Managers and Customer Success Leads before a deal closes.
- Anchor Consumption: Identify key customer use cases (such as AI or automation deployments) to secure immediate, near-term platform adoption.
- Clean Hand-offs: Participate in the 30-day post-close partner kickoff, exiting cleanly once the Customer Success team is fully engaged and executing.
Playbook & Scale Building
- Create the Blueprint: Document deal structures, objection handling, and commercial frameworks to establish a repeatable model that allows us to scale this program globally.
- Feedback Loop: Feed market intelligence—including what's working, competitive roadblocks, and product requirements—directly back to leadership and product engineering teams.
What We're Looking For
The Non-Negotiable's:
- 7–12 years of enterprise SaaS sales experience with a proven track record of closing complex, multi-year Enterprise License Agreements (ELAs).
- Commercial Acumen: Demonstrated ability to creatively architect commercial structures from scratch, rather than just selling pre-packaged products.
- Comfort operating in an entrepreneurial, ambiguous environment—you enjoy building the playbook while executing it.
- Strong internal navigation skills; you know how to move complex deals through Revenue Recognition, Legal, and Finance without losing momentum.
- Sufficient technical depth to discuss platform architecture, AI agents, and data strategy with an ISV’s engineering and product leaders.
What Separates the Right Candidate:
- Prior experience selling to or through ISV/OEM partners, rather than exclusively selling direct enterprise accounts.
- Deep familiarity with consumption-based commercial models (e.g., credit systems, drawdowns, and ramp structures).
- The ability to be a credible, peer-level counterpart to a partner's CEO, CFO, or Chief Product Officer during high-stakes negotiations.
Unleash Your Potential
When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance andbe your best, and our AI agents accelerate your impact so you cando your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.
